D1 |
"I am more competitive, because who will defend my company, my interests, my branch is me. If he is making the price, it is because he has the condition to make.I try to squeeze to the max " (C1). "sometimes when the volume is large [...]you try to earn a few cents per liter. A little you win makes a good difference.So I try not to lose" (C1). |
- Defense of self-interest - Search for the walkaway point (reservation value) on the other side - Attempt to increase individual gains (cost management) - Focus on Substantial Results |
Competitive |
D2 |
"I think on my side, but I do not miss seeing the seller's side too"(C2). "the company and the seller are a set. [...]. Then you can discuss the price [...] of a product, because you have friendship. Now, if you do not have friendship with the person, you can not do it"(C2). |
- Earnings distribution - Influence of the existing relationship between the parties |
Compromise |
D3 |
"I'm not very collaborative,I think I'm harder in the negotiations. [...] My personal style [...] little German blood [...] we are very pragmatic" (C3). |
- Personal style influencing the negotiation strategy |
Competitive |
D4 |
"this familiarity helps a lot. You end up thinking about the other side. [... ] The fact of the help he (the seller) gives me. [...]When you need him, he's there to help. Now there are companies that are a mere salesman. They do not get involved. So why are you going to be collaborative? You have to see both sides, you end up helping who helps you" (04). |
- Existing relationship between the parties - Commitment in the relationship - Generate mutual gains |
Collaborative |
D5 |
"in his situation is more win-win, taking into account the assistance he gives me.For other companies, I am usually win-lose, I end up being harder.I cut him some slack. That's where the relationship comes in."(C5). |
- Existing relationship between the parties |
Collaborative |
D6 |
"you have to win on both sides, you have to think about the continuity of the partnership. It's no use trying to step on the person's neck, take out the last penny, and they will not make money.They need to have some margin" (C6). |
- Generate mutual gains - Continuity of the relationship - Satisfaction of the other party |
Collaborative |
D7 |
"I'm more win-win, because I'm going to keep dealing with this business next year. [...] If people have an agreement that they can not fulfill anymore, this does not work in the long run " (C7). |
- Continuity of the relationship - Generate mutual gains |
Collaborative |
D8 |
"I feel that at some point there should be a consensus. [...] we will reach a consensus on price and product and we will make an agreement.Maybe not the price he wants, or more than I intended to pay, but there will be a consensus" (C8). |
- Satisfaction of both sides - Divide the difference to reach an agreement - Give and take |
Compromise |
D9 |
"it is win-lose. I paid less,so I won and they lost " (C9). |
- Pressure for Price Reduction - Focus on individual results |
Competitive |
D10 |
"I do not want to push my supplier because he may consider it is painful to do business with me.[...] I ask them the best price and I trust they are bringing me the best price. [...] I'm not going to keep asking him to lower the price, because I want them to stay in business, so I can do business with them next year". (C10) |
- Generate mutual gains - Satisfaction of the other party - Continuity of the relationship - Being able to count on the supplier next year |
Collaborative |
D11 |
"we have a phrase: shared growth, shared success.If I grow, he grows and we're both successful. [...] I can not negotiate price with him.I do not want him to lose his job, because I want to pay a better price than everyone else" (C11). |
- Share gains - Satisfaction of the other party - Strengthening the relationship (future) through trust |
Collaborative |
D12 |
"Ialways try to be win-win,because if I am doing business with you [... ] and I always make money, and you always lose money, very soon you will not be in business anymore. And I will not be able to use your business anymore. Everyone has to win". (C12) |
- Share gains - Continuity of the commercial relationship |
Collaborative |
D13 |
"because we want to save money. loyalty may disappear at times because of price.This is not something that people like to hear. If you are buying the same products you can save a few dollars per acre. It's hard not to go with the cheapest when you have the same product or similar. It's a competition, pure competition.Even more so now with the low commodity price"(C13). |
- Focus on Substantial Results - Uniformity of alternative offers (comparative level of alternatives) - Low Commodity Prices -Decrease in Revenue |
Competitive |